Associate Director - Key Accounts

Job Summary

The Associate Director, Key Accounts is responsible for developing and growing the CSL Seqirus influenza portfolio with key Integrated Delivery Networks, Federal Accounts, and additional select accounts that are national in scope. This role requires strong business acumen to develop actionable strategic account plans that align to our broader CSL Seqirus portfolio goals and objectives. Further, the AD - Key Accounts candidate should possess the ability to collaborate across multiple internal stakeholders and departments to deliver success in the role. This role is a remote position but is expected to travel up to 50% for key customer meetings, conferences, business meetings, and home office engagements.

Principal Accountabilities

Major Accountabilities

• Account manage and develop Key National IDN Accounts and other select accounts that have a national footprint with significant impact on CSL Seqirus strategic and financial goals
• Responsible for developing and implementing account-level objectives, strategies and executing account plans to support CSL Seqirus brand business objectives; account plans will be developed in such a way to allow for penetration, retention and growth within key customers
• Act as the primary point of contact and manage all aspects of CSL Seqirus business for a defined group of accounts
• Analyse account objectives for each product and develop strategic/tactical plans to accomplish brand business objectives
• Implement contracts through successful negotiation and communication with customers
• Understand competitive landscape and historical sales trends for each account, achieve defined goals and objectives, and promote a mutually beneficial business relationship while adhering to CSL Seqirus Core Values.
• Develop and maintain contacts within the industry to stay current on key market developments, competitive activity and industry specific intelligence
• Builds and maintains long-term relationships within defined customer base to ensure customer alignment and create a foundation for new business

Works with internal and external stakeholders to enhance CSL Seqirus position in the market

• Partners with Regional Account Team, Field Sales Teams, National Account Managers, and GPO and PBG strategic partners to execute tactical initiatives reflected in business plans/account plans
• Responsible for cultivating relationships with cross functional team members in Medical Affairs, Marketing, Customer Operations, Commercial Excellence, Finance, Legal, Compliance, Pricing & Contracting and Public Affairs to maximize the impact of our commercial, operational, and financial resources.
• Maximize the value of CSL Seqirus by delivering the optimal suite of resources including both educational and clinical resources, as well as pairing key internal business partners with key account personnel to deliver an optimal solution
• Bring a creative and growth mindset with an ability to successfully partner with key customers to develop unique resources
• Represents CSL Seqirus at key trade and customer meetings / conferences.
• Promotes CSL Seqirus portfolio of products to key customers to drive differentiation for CSL Seqirus and to secure successful long-term business relationships
• Ensures a strong culture of compliance

Scope

• Responsible for Key Accounts that have significant impact on CSL Seqirus strategic goals and revenue: Maintain and grow key integrated delivery networks, medical groups, health systems, and federal accounts (VA, DOD, CDC) that are national in scope.

Impact/Influence/Liaison

• Partner with marketing, pricing and contracting, medical and additional business partners to assist in developing strategies which enhance growth within assigned accounts
• Liaise with other commercial operations departments to influence processes and programs that improve the customer experience

Key Relationships

• Responsible for maintaining and building depth and breadth of relationships with key customers
• Responsible for developing key internal relationships across all business partners -marketing, medical, contracting, pricing, legal, customer operations to enhance the customer experience

Decision Making

• Executes decisions made by sales leadership after providing input
• Acts in a timely manner to bring challenges and opportunities to leadership to optimize our success in the market

Innovation

• Brings creative and innovative ideas forward specific to assigned accounts for consideration of implementation

Knowledge, Skills & Competencies

• Business acumen
• Strategic thinker
• Action-oriented
• Problem-solver
• Team leadership
• Drive for results
• Creativity
• Customer focus
• Negotiation skills
• Learning Agility
• Goal Oriented-consistently manages and measures progress to goal

Minimum Requirements

• Bachelor's or Master's degree in a scientific or business field
• 8-10 years' experience in sales and account management in sophisticated health systems
• Experience in managing large integrated systems that are national in scope preferred
• Documented success in managing large key accounts through market share / revenue growth
• Experience in product marketing or sales of pharmaceutical / biotech products required
• Additional cross-functional experience in a HQ environment-sales operations, SFE, market access, marketing is valued but not mandatory
• Successful contract negotiation skills and execution with key customers
• Experience in executing strategies and tactics with large IDNs/Health Systems/Federal Accounts through cross-functional collaboration

Our Benefits

CSL Seqirus employees that work at least 30 hours per week are eligible for benefits effective day 1. We are committed to the wellbeing of our employees and their loved ones. CSL Seqirus offers resources and benefits, from health care to financial protection, so you can focus on doing work that matters. Our benefits are designed to support the needs of our employees at every stage of their life. Whether you are considering starting a family, need help paying for emergency back up care or summer camp, looking for mental health resources, planning for your financial future, or supporting your favorite charity with a matching contribution, CSL Seqirus has many benefits to help achieve your goals.

Please take the time to review our benefits site to see whats available to you as a CSL Seqirus employee.

About CSL Seqirus CSL Seqirus is part of CSL Limited (ASX: CSL). As one of the largest influenza vaccine providers in the world, CSL Seqirus is a major contributor to the prevention of influenza globally and a transcontinental partner in pandemic preparedness. Learn more about CSL Seqirus . We want CSL Seqirus to reflect the world around us

As a global organization with employees in 35+ countries, CSL embraces inclusion and belonging. Learn more about Inclusion & Belonging at CSL.

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